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Nida Urooj
Sales & Revenue Operations

Fractional Sales Manager

Senior sales leadership on a retainer — playbook, coaching, and pipeline ownership without a $180K hire.

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Flat lay illustrating Fractional Sales Manager - an outbound sales workspace: notebook of call notes, rotary phone, printed pipeline sheet, coffee.
Flat lay illustrating Fractional Sales Manager - an outbound sales workspace: notebook of call notes, rotary phone, printed pipeline sheet, coffee.

Who this is for

  • Founders selling B2B with 1–3 SDRs and no head of sales
  • Agencies where the owner still does every discovery call
  • Series-A teams that outgrew a player-coach setup

Problems solved

  • - Pipeline visibility is a spreadsheet and vibes
  • - Reps look busy but forecasts miss every month
  • - Discovery calls are inconsistent, so conversion is a lottery
  • - CRM is a graveyard, deals sit for weeks with no next step

What I handle

Own the outbound playbook: ICP, message, cadence, qualification
Weekly pipeline review and forecast with the founder
Rep-level coaching notes and call reviews
CRM discipline: every deal has a next step or it is closed

Deliverables

  • ✓ ICP + persona doc
  • ✓ Outbound cadence (email + LinkedIn + call)
  • ✓ Qualification framework (BANT / MEDDIC hybrid)
  • ✓ Weekly pipeline forecast + rep 1:1 notes
  • ✓ Monthly board-ready sales report

Tools

HubSpotPipedriveSales NavigatorGong or FathomNotion

Process

  1. 01
    Diagnose (Days 1–14)

    Ride-along on 8–12 calls, audit CRM stages and win rates, interview reps and last 3 lost deals.

  2. 02
    Install (Days 15–45)

    Rewrite outbound cadence, ship qualification framework, rebuild pipeline stages in HubSpot / Pipedrive.

  3. 03
    Operate (Days 46–90)

    Weekly 1:1s and call reviews, forecast reviews with founder, scope first SDR / AE hire if needed.

Example workflows

  • - Weekly pipeline review and forecast
  • - Rep 1:1 and call-review block
  • - CRM hygiene sweep every Friday

KPIs I track

Meetings booked per rep, per weekDiscovery-to-proposal conversionSales-cycle lengthForecast accuracy (predicted vs. closed)

Frequently asked

What is a fractional sales manager?

A part-time senior sales operator who builds your playbook, coaches your reps, and owns pipeline hygiene without being a full salaried hire. Ideal from 1–8 reps.

How is this different from a sales coach?

A coach improves individual reps. A fractional sales manager owns the system: playbook, CRM discipline, forecasting, and hiring shape.

What if I only have one salesperson?

That is exactly when this works best. One rep with a playbook, weekly reviews, and clean CRM will outperform three reps operating on vibes.

Do you take a commission?

No. Retainer only. Commission structures blur incentives when I am also grading the pipeline I report on.

How fast can we start?

Diagnostic starts within 5 business days of the signed brief.

Related

Related services

Outsourced Sales for Small Businesses

A senior outbound operator plus the systems to run it. You get pipeline, not a body renting hours.

B2B Appointment Setting Service

Qualified meetings on the founder's calendar. Multichannel outreach, real follow-up, show rate that respects everyone's time.

RevOps Consultant

CRM cleanup, forecasting, and weekly pipeline reporting the founder actually reads. HubSpot, Pipedrive, Zoho.

HubSpot Implementation for Small B2B Teams

HubSpot without the mess. Stages people respect, dashboards that ship decisions, a system your first ten reps can actually use.

Ready to hand this off?

Tell me a little about your team and this workstream - I'll come back with fit and a starting plan.

Send an inquiryBook a call